How well is your website working for you?

The answer depends on your goals. Are you trying to drive new sales, improve margins or offer your customer the ability to learn more before they buy? These are all important goals, since B2B buyers spend just 17% of the purchase journey with sales reps.....

Scott Sinning has a passion for pricing and learned about leading pricing projects during his years of experience as VP of Pricing Strategy for Graybar Electric, a $10B wholesale distributor. 

Like many of you listening, he’s sat in the pricing leader hot seat.  He now runs his...

Implementing a new pricing strategy takes work. That’s probably why many distributors avoid the project altogether. Worse, executives might invest big money in a pricing tool only to cut back on (or omit completely) supportive change management initiatives that ensure organizational...

In these disruptive times it’s easy to feel frustrated and shake your fist about profit margins. After all, distributors are under pressure from every direction. It’s natural to blame someone else, such as your suppliers, your sales team, inflation or even your customers. But you...